Audience development: a cross-national comparison

Purpose The purpose of this paper is to review the concept of audience development, analysing differences between a number of countries and identifying common elements that underlie the concept regardless of the context. Design/methodology/approach In addition to the literature review, fieldwork has been conducted in the UK, Denmark, Italy, and Spain applying qualitative methodology. The study has been structured in two phases. The first phase comprised 26 in-depth interviews with European experts in audience development while the second phase consisted of six focus groups with European experts. Findings The paper reveals differences between countries, ranging from the definition of the term audience development to the approach undertaken. Despite this, a number of aspects, independent of the context and considered key to a successful audience development, are identified. These aspects are related to the consideration of the development of audiences as a transversal long-term strategy supported by the top management of the organisation. Originality/value The value provided is twofold. First, thanks to the empirical data used, the paper analyses the socio-cultural aspects that affect the emergence of country-specific approaches to audience development and it individuates general features and ideas that contribute to the better understanding of the concept itself. Second, it is one of the few academic works carried out in Spain on this issue.